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Transformational Selling


Find the need.

Uncover the pain.

Discover their problem.

Those are classic principles and practices of professional marketing salesmanship.

And they are powerful because not only do they work, but they also do provide a great service in that they get people emotional enough to catalyze them moving past procrastination and into taking the action they need to improve their situation.

There’s nothing wrong with that (as long as it’s not manipulative and as long as your solution actually works) and so you can keep doing that. But that’s not the only way to sell.

Servant Selling is also about creating a vision for what’s possible.

Servant Selling is also about inventing a more positive future outcome.

In other words, Servant Selling isn’t just about focusing on the pain; it’s about also focusing on the promise.

It’s teaming up with your prospect together to design a new richer future for them.

It’s understanding what their ideal situation would really look like and then collaborating with them to craft a plan for how to make that become real.

That kind of Selling is transformational.

That kind of Selling is supportive.

That kind of Selling moves you from persuasion to partnership.

It moves you from being a presenter to being a visionary.

It moves you from being an order taker to being an artist.

And it moves you from being a solicitor to being a servant.

Plus, talking about the promise – and not just the pain – keeps you focused on producing a desirable result for your prospects and your customers.

It focuses you on providing real value and delivering actual results.

That’s what people want: results.

They want a new and improved situation.

They want something that actually works and that actually delivers.

What they don’t want is to be sold something just because they had a need.

They want the problem actually solved and the potential actually realized.

So remember selling isn’t only about solving problems; it’s also about inventing possibilities.

Finding Strategic Clarity with Greg Head – Episode 182 of The Action Catalyst Podcast


Greg Head helps founders and CEOs develop stronger growth strategies for their businesses. He has helped three software companies grow from startup to global scale in more than 25 years in the software industry. Most recently, he worked with Infusionsoft growing it from $15 million to $100 million in revenues in five years as Chief Marketing Officer, leading the company’s marketing strategy, demand generation, communications, partner marketing and product marketing functions. Greg also held leadership positions at the startup through acquisition stages of two other highly-successful CRM software businesses, ACT! and SalesLogix, which have generated more than $1 billion in total revenue.

  • You have to figure out what your message is for the world. @GregHead
  • Things that scale up do so by narrowing down. @GregHead
  • Successful companies start with one customer, doing one thing massively well, usually with one tactic. @GregHead
  • Going from ADD to OCD is a requirement for scaling up. @GregHead
  • If you don’t narrow down exactly who you serve, you are just another mediocre player. @GregHead
  • Know what game you’re playing. @GregHead
  • 8 action steps to help you get more strategic marketing clarity for your business.
  • It’s easier than ever to start a business but harder than ever to capture people’s attention. @GregHead
  • “Mindshare precedes market share” – @ScottMcCain
  • First, clarify who you are going after. @rory_vaden
  • When clarifying your customer, think in psychographic in addition to demographic. @rory_vaden
  • Your current customers tell you who your future customers should be. @rory_vaden
  • Cultivate the habit of action by demanding progress and completely freeing yourself of the demand for perfection. @rory_vaden
  • The more you try, opportunities you take, and tests you make the better you will become. @rory_vaden

Visit to learn more about Greg and his insights.

Are you a speaker, author, or consultant? Visit for a free video course where Rory highlights the principles and strategies we use to reach more people. gather leads, and make more money.

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

The Answers Behind the Next Door


“The answer to every single problem you ever have is behind the next door.”

That was one of the first principles I was taught as a 19 year old college student working to pay my way through school over the next 5 summers selling educational children’s reference materials door to door in The Southwestern Advantage Program.

They would tell me…

When you’re tired…knock on another door.

When it’s raining…knock on another door.

When you haven’t made a sale in 3 days…knock on another door.

When you have a flat tire…knock on another door.

The answer to every single problem is behind the next door.

Today I don’t literally knock on doors anymore, and maybe you don’t either.

But my guess is the principle still holds true no matter what you’re doing.

It’s the principle of persistence.

It’s the principle of resilience.

It’s the principle of grit.

The ability to continue on in the face of rejection.

The ability to keep going when most people would quit.

It’s the power to know that you will not be stopped.

Nothing will hold you back.

Because you’ve already decided that no challenge, no setback, and no naysayer is going to keep you down.

You’ve already decided that even when you get beat up, you’re going to be the kind of person who gets up and makes another attempt.

You’ve already decided that your dream matters too much to be squelched by the temptation of quitting.

You’re going to be the kind of person who takes another shot.

You’re going to be the kind of person who fights another round.

You’re going to be the kind of person who knocks on another “door.”

The answer to every problem you have is behind the next door.

So don’t stop.

And if you can, don’t even slow down.

Decide right now that you’re going to solve every problem by making another phone call, taking another at bat, going another round and doing what most people never will…

Keep going no matter what.

The Answers Behind The Next Door.

Radical Leadership with David Burkus – Episode 180 of The Action Catalyst Podcast


David Burkus is a best-selling author, an award-winning podcaster, and associate professor of management at Oral Roberts University. His latest book, Under New Management, challenges the traditional and widely accepted principles of business management and proves that they are outdated, outmoded, or simply don’t work — and reveals what does. He’s delivered keynotes to the leaders of Fortune 500 companies and the future leaders of the United States Naval Academy. David is a regular contributor to Harvard Business Review and Inc.

Show Highlights:

  • “Great leaders don’t innovate the product, they innovate the factory.” – Dane Atkinson
  • A boost in moral happens when mutual trust is formed. @davidburkus
  • We are living in a 24/7 World and it is killing us. @davidburkus
  • Are we overloading our people with too much communication? @davidburkus
  • Leaders should be in the business of elimination. @davidburkus
  • What things block your people from doing their best work? How do I eliminate them? @davidburkus
  • “The future is already here, it’s just not evenly distributed.” – William Gibson
  • As a company, don’t neglect the small things. @davidburkus
  • If we don’t challenge our thinking, we are in danger of going extinct. @rory_vaden
  • Ultimately, your not-to-do list is more significant than your to-do list. @rory_vaden
  •  You can’t use today’s time-management challenges with yesterday’s time-management thinking. @rory_vaden
  • The best thing you can do as a leader is to keep learning, growing, working and serving. @rory_vaden

Find out more at

The Action Catalyst is a weekly podcast hosted by Rory Vaden of Southwestern Consulting every Wednesday. The show is regularly in the Top 25 of Business News Podcasts, has listeners from all around the world and shares “insights and inspiration to help you take action.” Each week Rory shares ideas on how to increase your self-discipline and make better use of your time to help you achieve your goals in life. He also interviews special expert guests and thought leaders. Subscribe on iTunes and please leave a rating and review!

The First 20 Books You Should Read as a Servant Seller


Not counting the 2 books that I’ve written, and the Bible, which I would genuinely recommend as fabulous resources, here are the first 20 books I think all Servant Sellers should have to read, the order I’d suggest reading them in, and why…

  1. The Greatest Salesman in the World by Og Mandino – Sales is an emotional roller coaster and I don’t know how salesperson could possibly survive without the timeless wisdom and encouragement of this book. “The Scrolls” that are presented will change your entire life. If you are in sales, you absolutely must read this.


  1. The Go-Giver by Bob Burg and John David Mann – Never before has a book so closely captured the core central theme of “Servant Selling” as this short paradigm shifting read. One of my absolute favorite books of all-time. Hard to list this as #2 on any list because it’s so magnificent.


  1. The Compound Effect by Darren Hardy – Simply put, sales is a numbers game and the person who talks to the most qualified number of prospects in the shortest amount of time wins. Darren explains why and takes “the extra mile” to a whole new level. This is another book that will change your life.


  1. The Travelers Gift by Andy Andrews – This book is similar in nature to #1 in that it’s fun to read, encouraging, and a fable of sorts that delivers timeless truths that will keep you inspired. Andy Andrews is one of the greatest story tellers of all time.


  1. How to Win Friends and Influence People by Dale Carnegie – Sales is always and only about your skill with people – and I don’t know how anyone could survive in that role without having read the world’s seminal work on dealing with people.


  1. Navigate 2.0 by Dustin Hillis and Steve Reiner – Think of DISC but for salespeople and that’s what you have all wrapped up into this a neat package here. This easy to read book is a practical guide for how to understand, relate with, and specifically sell to the basic human behavior profiles. With it’s immediately actionable tactics and strategies, it’s essential to a new sales library.


  1. Never Eat Alone by Keith Ferrazzi – Sales is all about relationships and this book eloquently captures the why and the how of developing meaningful and lasting relationships in all areas of your life. A wonderful gem and mandatory reading for anyone in sales.


  1. What’s the Secret? by John DiJulius – This is technically a customer service book, but John’s philosophy about providing “Secret Service” is one of the most powerful and practical concepts that has shaped my entire life. If you can learn to incorporate these principles into your business it will change you forever.


  1. YouTility by Jay Baer – This is technically a content marketing book but has permanently shaped my view for how to relay your expertise to prospects to drive sales. This book is one that will forever define a large part of how the future of sales is done.


  1. The Trust Edge by David Horsager – This book is just an absolutely solid universal read on the foundational principles of success. It should be mandatory reading not just for every salesperson, but for every human who goes through high school. And understanding what creates and destroys trust is central in developing your ability to influence other people.


  1. Start With Why by Simon Sinek – “People don’t buy what you do; they buy why you do it.” That is one of just a few signature lines from this book that will change the way you sell forever. Ultimately, selling is a transference of emotion and this book our generation’s seminal work on inspiring others.


  1. Fascinate by Sally Hogshead – This is a powerful read on understanding what makes us attracted to brands and people. Sally’s 49 archetypes are well researched, scientific, and critical to understand if you want to attract more people to doing business with you.


  1. Go For No by Andrea Waltz and Richard Fenton – The title pretty well sums up the message, but you can’t hear it enough because this mental shift is something you can attach your lifeline to if you’re in sales. A delightful short read that will program your brain for sales success.


  1. Mastering the Complex Sale by Jeff Thull – This one is a bit more “technical” than the others listed here but it has some powerful concepts you need to know such as “the myth of the decision maker.” It’s one of the best “how to” books on sales ever written. If you’re in complex selling, this will be your bible, but all salespeople should give it a read.


  1. Every Good Endeavor by Timothy Keller – Another one that you might not expect to be on a list like this since it’s a Christian book. However, this book will radically change the way you view and think about “work” which is an absolute necessity if you are going to go from selling to serving.


  1. Men Are From Mars Women Are From Venus by John Gray – Unless you’re selling to all people who are the same gender as you, you will need to understand how the mind of the opposite sex thinks.


  1. 5 Love Languages by Gary Chapman – This book is fundamental to being able to understand, communicate with, and influence people. Technically, this is a book about romantic relationships, but don’t underestimate it’s power as a sales necessity.


  1. To Sell is Human by Daniel Pink – This is a thought provoking read about how we’re all in sales, and sales is a part of life. Dan Pink is one of the smartest people on the planet and having his social scientist view on sales is helpful to round out your own thinking of what it means to sell.


  1. Influence by Robert Cialdini – Another timeless classic about the psychology of what moves people to make decisions. Almost feels like mandatory reading for sales 101.


  1. Failing Forward by John Maxwell – Sales is littered with rejection. John Maxwell is one of the all-time greats and in this book specifically he will help you constructive a positive paradigm around handling things that don’t go your way.

 I don’t personally see how anyone could reach their true sales potential without reading these 20. If nothing else, it’s a tremendously powerful start on your way to becoming a true servant seller!


Fighting Off Thoughts of Fear


For some reason I woke up today scared.

Scared I wasn’t going to hit my goals.

Scared that I wouldn’t amount to anything.

Scared that my life wouldn’t mean anything to anyone.

But then I remembered that while danger is sometimes real, fear is always a choice.

I remembered that fear is a figment of my own imagination.

I remembered that fear is just my creativity working in the wrong direction.

And that means that I can destroy fear; I can dissipate it.

Because fear isn’t real.

Fear is the technique the devil has to try and use on me to slow me down.

Because he knows I cannot be stopped.

He knows that I can do all things through Christ who strengthens me.

The devil knows that his only hope is to try psychological warfare to attack my mind.

But I won’t let him.

I choose to take control of my mind.

I choose to have powerful thoughts.

I choose to write a new future.

I do it because I know I can.

I do it because I know I’m meant to be somebody.

I do It because I know my life is going to count for other people.

So I erased my fear and wrote over it with a new rich and powerful future.

And now I’ll go out and work harder than I ever have before.

Because I’m no longer afraid.